Welcome to Course 3 - Models & Frameworks to Support Sales Planning – In this course, you’ll go through a conceptual approach to selling models and frameworks.
As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes.
This course is aimed at professionals who seek improvement in conceptual support to the sales planning process, especially with an emphasis on applying selling models and frameworks methodology.
At this point of the Strategic Sales Management specialization, you have an excellent understanding of the integration of sales planning to the strategy of the company. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis.
Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. Therefore, throughout the modules of this course, the subjects discussed will include topics of sales management (module 1), the selling models and frameworks (module 2) that support sales planning, which relates to the hard skills that may be applied.
In the third module of this course, soft skills are brought to the discussion, since they comprise an essential component because sales functions include many aspects of the human interactions.
Please follow the steps of the course, and for academic objectives, we would recommend you to do it in the sequence of modules proposed, though you may take them in a different order.
We look forward to having you during the course modules and lessons.

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module 3 - Soft Skills

Soft Skills module: In this module, the focus is on providing a different set of methods that complement the methods presented so far in the current Course 3. As discussed in the first two modules, most of the concepts are related to prescriptions and recommendations that may be considered as hard skills, as they present a structured approach to conduct the development of the sales planning and management processes.In this module, we provide recommendations of soft skills, which are crucial in the negotiation process and also in the communication with potential customers. The primary learning outcome of this module, therefore, is to improve the potential of sales by adding the soft skills side of expertise.

Преподаватели

Nelson Yoshida

Ph.D., MBA, B.Eng.

Samantha Mazzero

MSc, MBA, BS Math

Edson Ito

Specialist Professor

Cesar Rodrigues

Specialist Professor

Текст видео

Hi. Welcome back. Understanding your client's perspective, it is important for you to understand the client's problems, difficulties, pains, and motivation. With this understanding, it is important to think about how your products or services effectively address the customer issues, that should be your focus. When you talk to your client, it is important that you really understand what bothers them. The skills we discussed in the last video are important because we want to solve the client's problems, and the client will pay more attention to whatever it is that you present to solve his or her problems than anything else. So, when preparing your presentation, make sure that you deal with the real problems your counterpart faces. Often, your counterpart cannot articulate problems clearly and it is your role to generate the conditions necessary for your client to have a clear idea of what he or she wants. Much of the sales can be classified as problem-solving and information sharing exercises. Obviously, there are a number of methods for manipulating customer perceptions, but such manipulation usually do not generate a long and emotionally beneficial relationship, so we will not address these techniques in this course. Make sure that you formulate your speech based on the problems that you have identified using, if possible, the language of your client. This language may be a fine language. For example, if your client speaks Spanish as a first language, this client will normally feel more comfortable speaking Spanish than any other language. Language can also refer to expressions and technical jargons. Speaking the client's language allows for more fluent and more complete communication. If you're the salesperson, you should make this effort. Before presenting your solution, make sure that you have compared it to the option your client sees, objectively and honestly. We tend to believe that our product or service is always the best option. This is a dangerous assumption because it leads us to believe that the competitors are not as good as we are. Find creative ways your product or service can help. Even if you do not emphasize the points where your competitor's product is superior, you need to know them. When presenting your solution, you speak first in more effectively about your product's strength. You may remember the real analysis that you have learned in one of the last courses, this is a time to use it. You should seek action in which your solution effectively benefits your client. If you do not find them, the most honest way is to make it clear to the customer. You may lose some sales by doing that which you will gain their reputation for integrity. This is the expected behavior of a salesperson who intends to foster a long-term relationship. Each person has a different style of communication. Some people prefer direct and objective recommendations, others prefer to know what options are available and make their own decisions. Some people prefer to receive information visually, other prefer to listen. These differences are important and should be taken into consideration. We will talk about them in the next videos. Thank you for watching. I'll see you in our next video.